Curated Questions: Conversations Celebrating the Power of Questions! Why Curiosity Converts Better Than Commission | Patrick Dubois #32
"We want to learn from our mistakes. And remember, it's a miss-take, so we can do it again." - Patrick Dubois
Patrick Dubois has over 30 years of experience in corporate sales and leadership for the veterinary and pet spaces. In 2024, he launched his own consultancy, Sales Growth Today, as a conduit to share his expertise through coaching, seminars, workshops, and strength assessments.
He specializes in optimizing sales strategies with a three-step plan that is quantifiable, actionable, and achievable. In July 2024, he and his wife realized a 30-year dream with the formal opening of Stellar Ridge Vineyard in New Castle, California, and quickly received a score of 92 from wine enthusiasts on their 2023 GSM Rose.
Patrick Dubois, a seasoned sales professional discusses the power of questions in sales and personal growth. Patrick emphasizes the importance of understanding the real reasons behind lost sales and how genuine curiosity can enhance relationships and build trust. He shares his journey from aspiring veterinarian to corporate sales and the transformative impact of knowing one's strengths and values. The conversation also explores the intersections of Patrick's passions for animals, wine, and coaching, providing deep insights into aligning one's career with personal strengths and authentic self-expression.
Episode Notes
[00:00] Understanding the Real Reason Behind Lost Sales
[01:00] Introduction to Curated Questions
[01:37] Meet Patrick Dubois
[02:41] The Power of Questions in Sales
[06:18] Patrick's Journey into Sales
[07:34] Early Sales Experiences and Challenges
[09:33] Transition from Veterinary Aspirations to Sales
[14:02] Lessons Learned in Sales
[19:26] The Importance of Curiosity in Sales
[23:18] Misconceptions About Sales
[26:13] Sales Techniques and Strategies
[40:18] The Role of Questions in Sales
[46:16] Embracing Your Strengths
[48:27] Understanding the Buyer's Perspective
[50:13] Handling Rejections with Curiosity
[52:02] The Importance of Matching Energy
[54:50] Using Self-Deprecating Humor
[58:25] Identifying and Embracing Your Values
[01:09:44] The Role of Therapy in Self-Discovery
[01:15:48] Balancing Multiple Passions
[01:19:28] Navigating Business Challenges
[01:23:26] The Power of Communication in Teams
[01:26:19] Engaging with Patrick
[01:28:04] Key Takeaways from the Conversation
[01:28:16] Questions as Relationship Currency
[01:28:58] The Power of Self-Discovery
Resources Mentioned
Sales Growth Today - Resources
QBQ, The Question Behind The Question
Dr. Kelly Starrett at The Ready State
Questions Asked
When did you first understand the power of questions?
What was the foundation for you to be able to succeed doing that?
Are you sure?
Where did you get some of your early sales training?
How did you develop some of your own technique as you went through your career?
What was one of those factors or the situation that drove you off that primary track?
Hey, you're in the animal world, you know, what is it like being a rep, and what are the challenges?
What were some of those early lessons that you learned as you were earning your stripes as a salesperson without all the training?
Was curiosity your primary asset that you carried with you to each of those conversations?
What are they really good at?
Is this still a good time for us to talk?
What kinds of questions do we ask right now?
What's that customer going through right now that I need to find out what that is?
What do you think that most folks might misunderstand about sales?
What is not sales?
Can I ask you questions about what you need?
Would you like to buy my product or my services?
Why should I give you my business?
Are there any particular resources that you would point somebody that's new starting up?
What are things that I do well that I don't know about, or that I should know about?
Why did you ask that question?
What does it do?
How does it do it?
What questions do you think are underutilized?
What are some of the major challenges that this owner is facing?
What would you want the rep to ask you?
How can questions help identify and remove barriers?
Is there a better time today, or is there a better time next week?
How do I be more likable?
What was it exactly that prevented you from buying from me, or using my product, or my services?
What is your turn rate on that bottle?
What has your profitability been so far?
What's one or two of those good questions that you're able to turn things around with?
Does he want a pen?
How can we make that a little bit easier?
What does that conversation look like at that point?
Where can we come to visit?
Where can we find your wine?
What is your right now question?
Is this gonna work?
How's this going to go?
How's this going to go for the year?